AQUILO CONSULTING
We are an international management consultancy firm specialized in developing and implementing growth strategies for private healthcare companies and public healthcare organizations. Bringing to life practical solutions, we help our customers grow the quality, efficiency and profitability of their businesses – to create more and better healthcare.
FIVE WAYS WE GROW HEALTHCARE
5 WAYS WE GROW HEALTHCARE
We help you transform your business model – building and implementing service platforms that grow sales. We identify what your customers need most, then we help you through the transformation required so you can provide services that deliver it. We call it customized services. Today, profit margins are increasingly challenged, healthcare companies therefore need to adapt their business models. We have strong evidence that service-based sales can dramatically grow sales in this increasingly difficult business climate. To take advantage of this opportunity, we help you build the next generation of service platforms.
CUSTOMIZED SERVICES
We help you transform your business model – building and implementing service platforms that grow sales. We identify what your customers need most, then we help you through the transformation required so you can provide services that deliver it. We call it customized services. Today, profit margins are increasingly challenged. Healthcare companies need to adapt their business models. We have strong evidence that service-based sales can dramatically grow sales in this increasingly difficult business climate. To take advantage of this opportunity, we help you build the next generation of service platforms.
OPERATIONAL EXCELLENCE
We help you improve the performance of your business. After exploring your most important operational challenges, we develop and implement practical strategies solving your challenges. The outcome is higher efficiency in operations, better quality in care and greater profitability for your business. Every healthcare business has its unique challenges. But at a time when competition is increasing and budgets are under pressure, many healthcare companies are striving to create more and better healthcare. We help you achieve operational excellence as the cornerstone to grow your business.
HEATHCARE POLICY EFFECTIVENESS
We develop and implement disease prevention and mitigation strategies that improve health – while boosting economic outcomes. For governments, healthcare insurance companies and healthcare institutions, disease prevention, early treatment and effective treatment offer enormous cost-saving potential. Prevention is more effective and cost-efficient than treatment. It is cheaper to treat early in a decay state than later, due to the development of co-morbidities. There is also enormous cost-saving potential from determining the most effective intervention and implementing such treatments.
MARKET COMMERCIALISATION
We help you grow sales by bringing your ideas and products to market. We develop and implement innovative, effective sales and marketing strategies, and provide interim sales and marketing support, to help you increase market share, enter new markets, or establish a new market. To maximize the opportunity for success, markets must be understood and examined, and product features and benefits mapped and communicated to specific customer needs. We develop a commercialization plan that maximizes your growth potential and minimizes risk and expense.
MERGERS AND ACQUISITIONS
We help you to identify which M&A targets best match your investment strategy. Based on a thorough understanding of your investment criteria, we scour the market to help you identify and validate the best M&A targets. We then help you develop and implement a solid M&A strategy that will grow the new business best. There are many potential M&A opportunities. Navigating the M&A jungle requires deep-rooted insight into the healthcare market to understand its trends and dynamics. With our global network and specialist healthcare expertise, we provide you with the knowledge necessary to meet your goals and growth targets.
WE BRING PRACTICAL SOLUTIONS TO LIFE
Creating solutions is one thing – making them work is another. We are dedicated to bringing simple, practical solutions to life, guided by our seven working principals. It’s how we help grow healthcare.
“It is like walking a tightrope from one mountaintop to the next. It’s a simple concept. But only a few can do it.”
Director, EMEA, Covidien, Lars Alling
WE BRING PRACTICAL SOLUTIONS TO LIFE
Creating solutions is one thing – making them work is another. We are dedicated to bringing simple, practical solutions to life, guided by our seven working principals. It’s how we help grow healthcare.
“It is like walking a tightrope from one mountaintop to the next. It’s a simple concept. But only a few can do it.”
Director, EMEA, Covidien, Lars Alling
OUR SEVEN WORKING PRINCIPLES
Our seven working principles are the key to bringing our strategies to life – and enabling significant growth. Our work includes all aspects of consultancy – from explorative research to analysis to strategy formulation and hands-on implementation.
Applying our seven working principles, we solve clients’ challenges through a well-proven methodology. Our confidence in these principles is based on a proven track record of helping healthcare companies doubling their market share in mature markets.
OUR 7 WORKING PRINCIPLES
Our seven working principles are the key to bringing our strategies to life – and enabling significant growth. Our work includes all aspects of consultancy – from explorative research to analysis to strategy formulation and hands-on implementation. Applying our seven working principles, we solve clients’ challenges through a well-proven methodology. Our confidence in these principles is based on a proven track record of helping healthcare companies doubling their market share in mature markets.
Our own professionalism and experience in healthcare is the foundation of our ability to create sustainable solutions. Our consultants have hands-on experience working in the healthcare industry and with healthcare businesses and organizations. Without exception, all of us have backgrounds either as health professionals or business professionals in the healthcare industry. This experience, together with keen analytical and problem-solving skills, enables us to understand the challenges our clients face and create solutions that make a difference.
We work in close cooperation with everyone affected by the challenge at hand – our clients and their local teams, their customers and patients. Only by involving everyone affected and their knowledge can we gain the insights and local ownership necessary to develop and implement solutions that work in the long run.
We have developed a special exploratory interview technique to get to the heart of our clients’ challenges. We aim to reveal and explore all the essential, but often hidden and unrealized knowledge. This is key to discovering, understanding and solving the root causes of the challenges and to ensuring the right solution.
We don’t accept standard answers to individual challenges. We start every project with a specific exploration to identify specific needs, so we can develop a solution tailored to your needs, budgets and ambitions.
Challenges may be complex, but the right solutions to create value and deliver growth are always simple. Across all phases of the project process, we cut to the bone. From exploration to analysis, strategy and implementation, we deliver short, precise, useful solutions – not long, overly complex reports. Core knowledge is simple when understood and so is the best solution.
We don’t just suggest different potential solutions for you to choose between. Your challenge deserves more than that. Based on our understanding of your situation, we offer our professional opinion. We prioritize the alternatives – making clear, actionable recommendations of which way to go designed to create sustainable value.
Sustainable value is derived from real-life actions, not action plans. To ensure the right result, we work with you – hands-on and side-by-side – to implement our recommended solutions. We are committed to ensuring they work in practice, knowing that this is how true value is generated.
INDUSTRY EXPERIENCE
THE RIGHT FOUNDATION FOR THE RIGHT SOLUTIONS
Our own professionalism and experience in healthcare is the foundation of our ability to create sustainable solutions. Our consultants have hands-on experience working in the healthcare industry and with healthcare businesses and organizations. Without exception, all of us have backgrounds either as health professionals or business professionals in the healthcare industry. This experience, together with keen analytical and problem-solving skills, enables us to understand the challenges our clients face and create solutions that make a difference.
CLOSE PARTNERSHIP
MEETING YOUR CHALLENGES TOGETHER
We work in close cooperation with everyone affected by the challenge at hand – our clients and their local teams, their customers and patients. Only by involving everyone affected and their knowledge can we gain the insights and local ownership necessary to develop and implement solutions that work in the long run.
IN DEPTH EXPLORATION
THE KEY TO THE ROOT CAUSE
We have developed a special exploratory interview technique to get to the heart of our clients’ challenges. We aim to reveal and explore all the essential, but often hidden and unrealized knowledge. This is key to discovering, understanding and solving the root causes of the challenges and to ensuring the right solution.
TAILORMADE SOLUTIONS
THE BEST SOLUTION TO THE RIGHT PROBLEM
We don’t accept standard answers to individual challenges. We start every project with a specific exploration to identify specific needs, so we can develop a solution tailored to your needs, budgets and ambitions.
SIMPLE SOLUTIONS
THE BEST SOLUTION IS ALWAYS SIMPLE
Challenges may be complex, but the right solutions to create value and deliver growth are always simple. Across all phases of the project process, we cut to the bone. From exploration to analysis, strategy and implementation, we deliver short, precise, useful solutions – not long, overly complex reports. Core knowledge is simple when understood and so is the best solution.
CLEAR ADVICE
FOR A CLEAR DIRECTION
We don’t just suggest different potential solutions for you to choose between. Your challenge deserves more than that. Based on our understanding of your situation, we offer our professional opinion. We prioritize the alternatives – making clear, actionable recommendations of which way to go designed to create sustainable value.
HANDS-ON IMPLEMENTATION
TO BRING YOUR SOLUTION TO LIFE
Sustainable value is derived from real-life actions, not action plans. To ensure the right result, we work with you – hands-on and side-by-side – to implement our recommended solutions. We are committed to ensuring they work in practice, knowing that this is how true value is generated.
WE WORK ALL OVER THE WORLD
Our clients are predominantly global medical device and pharmaceutical companies, hospitals and other healthcare providers, governments and public health institutions and also private equity firms and insurance companies engaged in the healthcare sector – located all over the world.
WE WORK ALL OVER THE WORLD
Our clients are predominantly global medical device and pharmaceutical companies, hospitals and other healthcare providers, governments and public health institutions and also private equity firms and insurance companies engaged in the healthcare sector – located all over the world.
WHAT OUR CUSTOMERS SAY
CASE STORIES
Find out how we have helped our customers – see a snapshot of some of our cases below.
THE CLIENT CHALLENGE
Top-10 medical device company serving hospitals and clinics was unable to increase market share significantly.
THE AQUILO SOLUTION
Through interviews and analysis, we identified key challenges within three main areas; operational efficiency, patient recruitment, and profitability. We recommended adopting a service-driven business model involving bespoke services tailored to each client. The client achieved a highly differentiated offering with added advantage from service offerings, with market share increasing from 27% to 62% in 1 year.
THE CLIENT CHALLENGE
A large public hospital needed to reduce waiting lists.
THE AQUILO SOLUTION
Through extensive clinical analysis, we identified optimisation areas within pre- peri- and post operative processes. We developed and implemented strategies and actions to improve operational efficiency. This lead to a 62% reduction in post-op length of stay and 24% less time spent in the operating room, which doubled annual procedure numbers from 600 to 1,200.
THE CLIENT CHALLENGE
After years of intensive product development, a life science start-up company was ready to commercialise a fully developed product.
THE AQUILO SOLUTION
We developed a full commercial plan to bring the product to market based on identifying, mapping and profiling Key Opinion Leaders. The client gained a highly targeted list of Key Opinion Leaders to be engaged to endorse, support and promote the product.
THE CLIENT CHALLENGE
A particular disease was significantly affecting a nation’s economy.
THE AQUILO SOLUTION
Research into the disease area was conducted and reported to key stakeholders within the government. The benefits of tackling the disease area were clearly described with recommendations made to reshape the reimbursement criteria for surgical treatment. The new reimbursement structure would give more people access to treatment – leading to a healthier population.
THE CLIENT CHALLENGE
An international Private Equity Firm controlling 5.8 billion Euro was seeking M&A targets for a medical device company. The firm wanted to identify matches with high-yield synergies and excellent divesting potential.
THE AQUILO SOLUTION
The market was screened according to predefined criteria, and a shortlist of prospective targets was identified for further analysis together with a preliminary qualitative commentary. Each target was described according to a structured approach: key financials, description of products and services, unique selling points, and competitor analysis, as well as assessment of market attractiveness and risk. From a starting point of over 300 companies, 48 targets were identified with high M&A potential.
WE WORK IN SPECIALIZED TEAMS
Our teams always consist of senior professionals who have worked in a variety of roles for some of the world’s leading healthcare organizations, either as healthcare professionals or as business professionals. They have experienced first-hand the realities of growing healthcare businesses and understanding stakeholder needs. It takes experienced specialists to truly unravel today’s healthcare challenges.
For your project, we put together a team based on individual strengths and specialties that will deliver to your specific needs and goals.
A team will typically consist of:
- an Aquilo partner
- a manager
- a director
- a subject matter expert
- a consultant
- an associate
They all have extensive healthcare experience both as healthcare consultants and as former health professionals or business professionals in the healthcare industry.
MEET SOME MEMBERS OF THE AQUILO TEAM
MANAGING PARTNER
KLAUS K. ANDERSEN
CHAIRMAN, BOARD OF DIRECTORS
JESPER ELSGAARD
M.Sc. Strategy Organisation & Management
Jesper Elsgaard has extensive experience in strategic optimization, brand launching, Life Cycle Management strategies, and forecasting. Currently, he is Senior Director of Global Governmental Affairs at Bavarian Nordic A/S. Prior, Jesper has lead the North Europe Consulting team (Benelux, UK, France and Nordics) in IMS Consulting Group with success, and turned around the whole organization in terms of operational efficiency and client centricity. He has also worked as Global Marketing Director at Novo Nordisk where he was responsible for launching Levemir in 43 countries, and as a Management Consultant to McKinsey & Company where he participated in strategic and operational projects for top-10 companies in Denmark. Regarding his academic background, Jesper possesses a Master of Science degree in Strategy, Organization and Management from Copenhagen Business School, and has completed leadership programs at Harvard Business School, IMD International Business School and Ashridge Management School.
BOARD OF DIRECTORS
KIM POULSEN
M.Sc. Economics
Kim Poulsen is a thought leader with in-depth experience in the fields of human resources, leadership, performance management, incentive programs, and equity plans. Currently, he is the Head of Reward in Copenhagen Infrastructure Partners. Prior to that, Kim held different Head of Reward roles in a number of international organizations such as Nexi SpA, Nets A/S, Chr. Hansen Holding A/S, Vestas A/S, Novozymes A/S, Scheider Electric and Bang & Olufsen A/S. Kim holds a M.Sc. in Economics from the University of Aarhus in Denmark and an Executive Leadership Program from IMD in Switzerland.
MEDICAL DIRECTOR & SUBJECT MATTER EXPERT
PETER FUNCH-JENSEN
SUBJECT MATTER EXPERT
JAN J. HVISTENDAHL
ASSOCIATE PARTNER
CHRISTIAN JØRGENSEN
ASSOCIATE PARTNER
MORTEN GUNVAD
Leadership programme INSEAD
Morten’s core competence is commercialisation and business development for medical device companies with new disruptive technologies.
In the last ten years, he has build a consulting company (Gunvad Partner Consulting) primarily working for American startups that want to establish a commercial foothold in Europe.
He has a vast network which he utilises and a unique understanding of most European healthcare systems.
Morten adds seniority and a vast anmount of experience and tenure to the Aquilo Consulting team.
ASSOCIATE PARTNER
CLAUS BERNER
ASSOCIATE PARTNER
ERIK TROCK-JANSEN
ASSOCIATE PARTNER
MICHAEL RYDE
SENIOR MANAGER
FRANZ XAVER SITTL
Franz Sittl is an expert with numbers and master complicated financial calculations and scenarios. Prior to joining aquilo, Franz proved his financial analysis skills within the Counterparty Risk Management Department of UniCredit AG. As part of Deloitte´s Transaction Advisory Team, he worked with a range of due diligence processes. Franz holds a M.Sc. degree in Finance and Investments at Copenhagen Business School.
SENIOR MANAGER
TENNA ILDOR
Tenna Ildor has a background in research; studying changes in the early stages of diabetes. This experience has given her a broad analytical skillset and a comprehensive disease understanding. She has further proven her analytical skills working in a biotech start-up focused on next-generation sequencing. Tenna holds an M.Sc. in Molecular Biomedicine, specialized in Neuropsychology from the University of Copenhagen.
ASSOCIATE MANAGER
PIETRO GOZZI
M.Sc. Business Administration and Innovation in Healthcare
ASSOCIATE MANAGER - SPECIALIST
VASCO AGUIAR
Prior to joining Aquilo, Vasco Aguiar worked in product management at Vestas Wind Systems in Denmark. Vasco has studied and worked abroad for 7 years, in countries including Chile, Switzerland, Portugal and Denmark, providing him with an international perspective. At Aquilo, one of his strengths is financial modeling and analysis. Vasco holds an M.Sc. in Economics and Business Administration, with a specialization in International Business from Aarhus University.
SENIOR CONSULTANT
JOSÉ MIGUEL CARVALHO
M.Sc. Pharmaceutical Sciences
José Miguel Carvalho has a background in Pharmaceutical Sciences with a postgraduate in Information Management and Business Intelligence in Healthcare. Prior to joining Aquilo, José Miguel worked at Glintt - the leader in healthcare information systems in Portugal. He helped clients implement projects within Management of Drug Use, Hospital Pharmacy Management and Process Optimization. José Miguel holds an M.Sc. in Pharmaceutical Sciences from the University of Lisbon and a postgraduate degree in Information Management and Business Intelligence in Healthcare from NOVA IMS, Lisbon.
ASSOCIATE CONSULTANT
SILAS EJSING
Prior to joining Aquilo, Silas Ejsing worked in Austria which exposed him to an international perspective. Silas demonstrates a profound analytical skillset from his background in mathematics, micro- and macroeconomics, statistics, and econometrics.
ASSOCIATE CONSULTANT
XAVIER VAUTHEY
B.Sc. Business Administration
Before joining Aquilo, Xavier Vauthey gained diverse experience across sectors including diplomacy, financial institutions, industrial multinationals, start-ups, and non-profit organisations. His international perspective is further enriched by living, working, and studying in countries such as Switzerland, the UK, Germany, Denmark, Ireland, and Qatar. Xavier holds a degree in Business Administration from the University of St. Gallen.
OFFICE MANAGER
CLARA SAENZ
B.S.c Laws
Clara holds a B.Sc. in Laws, and a specialization in Human Rights and International law from the University of Buenos Aires. As office manager, she brings global perspective and diverse knowledge to the team.
VICE CHAIRMAN, BOARD OF DIRECTORS
SØREN B. ANDERSEN
M.Sc. Finance
Søren B. Andersson works at Jeudan, the largest listed Danish real estate company, where he currently holds a position as Finance Director and CFO. Prior to Jeudan, Søren worked 12 years at Demant, a listed global hearing healthcare leader, most recently as Vice President of Investor Relations and Corporate Strategy. In this role Søren worked closely with the Executive Board thus gaining deep insight into the dynamics in managing a global healthcare business. Prior to Demant, Søren worked five years in consulting including several positions at Accenture. Søren has obtained considerable indepth global experience in a wide variety of areas such as life science, capital markets, M&A, business development and strategy. Søren holds a M.Sc. in Finance & Accounting from Copenhagen Business School and ESADE in Barcelona and is member of the Board in BLS Invest.”
HOW TO FIND US
From our base in Copenhagen, we serve clients around the world:
Aquilo Consulting
Bredgade 49
DK-1260 Copenhagen
Tel: +45 70 20 08 15
Email: contact@aquiloconsulting.com
Aquilo Consulting
CONTACT US
© Aquilo Consulting, Bredgade 49, DK-1260 Copenhagen, Denmark. +45 70 20 08 15. contact@aquiloconsulting.com. All rights reserved.